Why Does Personal Selling Work Better Than Other Communications Options

question 81

Multiple Choice

Why does personal selling work better than other communications options available to firms selling in the business-to-business market?

• A)Personal selling employs more people in the U.S.than advertising.
• B)Salespeople are able to tailor unique messages for each prospective buyer.
• C)U.S.firms have become particularly adept at hiring "born" salespeople.
• D)Personal selling is the most expensive form of promotion.
• E)Salespeople are proficient in all aspects of new product development.

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Definitions:

Use Value

The practical utility or usefulness of a commodity or service to meet human needs.

Fetishism of Commodities

A concept in Marxist theory referring to the perception of the social relationships involved in production, not as relationships among people, but as economic relationships among the money and commodities exchanged in the market.

Capitalism

An economic system characterized by private or corporate ownership of capital goods, by investments determined by private decision, and by prices, production, and the distribution of goods that are determined mainly by competition in a free market.

Reifies

Converts abstract concepts into concrete entities.